Newsletter 011 - The 10 second Follow Up | Guiding the Difficult Decisions
The 10-Second Follow-Up
In the previous newsletter, we introduced a simple 30-second showroom conversation—one that creates a meaningful moment for families without pressure or sales tactics.
This follow-up builds on that moment.
What happens after the pause is often where the decision is made—or lost.
The 10-second follow-up is a simple, natural way to guide families forward without over-talking or disrupting the emotional connection they’ve just experienced.
Used correctly, it helps monument companies create a more comfortable showroom experience, avoid common sales mistakes, and encourage meaningful memorial personalization.
At its core, it’s not about selling—it’s about guiding.
A monument shows where someone rests, a Medallion shows who they were.
That’s it.
No pressure. No overexplaining. No sales pitch.
Just a natural follow-up that keeps the conversation moving in a warm, professional way.
When a family has just had a meaningful moment, the worst thing a salesperson can do is rush in and start filling the silence.
Every day, good sales are lost—not because of what wasn’t said… but because too much was.
The better move is to gently guide them forward.
This simple question works because it feels helpful, not rehearsed.
It gives families permission to explore.
It shifts the conversation from abstract ideas to real examples they can actually see and respond to.
And in many cases, that is the moment where interest becomes intention.
A monument shows where someone rests, a Medallion shows who they were.
You may be surprised how often that small moment opens the door to a more meaningful memorial.
Warm regards,
Brad Wardle
Kahuna, Hero Medallions
Originally published as part of the Hero Medallions Newsletter Series. Subscribers receive these insights first—on the day they’re released.
The 10-Second Follow-Up
In the previous newsletter, we introduced a simple 30-second showroom conversation—one that creates a meaningful moment for families without pressure or sales tactics.
This follow-up builds on that moment.
What happens after the pause is often where the decision is made—or lost.
The 10-second follow-up is a simple, natural way to guide families forward without over-talking or disrupting the emotional connection they’ve just experienced.
Used correctly, it helps monument companies create a more comfortable showroom experience, avoid common sales mistakes, and encourage meaningful memorial personalization.
At its core, it’s not about selling—it’s about guiding.
A monument shows where someone rests, a Medallion shows who they were.
That’s it.
No pressure. No overexplaining. No sales pitch.
Just a natural follow-up that keeps the conversation moving in a warm, professional way.
When a family has just had a meaningful moment, the worst thing a salesperson can do is rush in and start filling the silence.
Every day, good sales are lost—not because of what wasn’t said… but because too much was.
The better move is to gently guide them forward.
This simple question works because it feels helpful, not rehearsed.
It gives families permission to explore.
It shifts the conversation from abstract ideas to real examples they can actually see and respond to.
And in many cases, that is the moment where interest becomes intention.
A monument shows where someone rests, a Medallion shows who they were.
You may be surprised how often that small moment opens the door to a more meaningful memorial.
Warm regards,
Brad Wardle
Kahuna, Hero Medallions
Originally published as part of the Hero Medallions Newsletter Series. Subscribers receive these insights first—on the day they’re released.